Topic

recruitment

A collection of 91 issues

Stop Demoralising High Achievers

Was a little saddened this morning to learn of a terrific rep and all-round good-guy leaving one of my customers. After ten years in his present environment, the family man is moving elsewhere in the global group. The reason for his move should help sales management check their incentive approaches.

Turning The Tables

A surprising source of interview tips came from daytime Goodhope FM this morning. They wheeled an ‘expert’ in called (I think) Kashi to answer listener questions in-between snorily predictable synthetic R&B. The two posers he spent longest on were: Where do you see yourself in five years? and

It's The Emotion, Stupid

So a choked tear replaces her husband’s focus on the Economy 15 years previously, to conjure a mass-pundit defying victory for Hillary Clinton in the second American presidential candidate eliminator. The evolution of 24 hr new stations really does no justice at all to their potential. They all, even

Mercy Killings Early Doors

How soon into a new salesperson’s time do you terminate their contract on the basis of a lack of performance? Well, here’s a story to send shudders down any recruiters spine. It’s set just now in Jo’Burg. And as the world knows and connives, ‘affirmative action’

What Kind Of Rep Are You?

When trying to recruit newbie sales people this week, I visited a firm that purports to offer something different in the way of graduate sellers. I feel their prices are at least 30% too high (especially considering you can recruit such resource at zero cost via milkround type initiatives and

Quick Success Essential

Demo’d to a guy at global express parcel carrier, TNT, the other day. He hailed from the genre known in my youth as ‘Sales Ops’, and did indeed seem to have a good grasp on what his immediate issues were with the 400 or so people around the sales

Cross-Dressing Destruction

Had a cheeky drink the other night with a few boys from one of the world’s largest solution sell organisations (IBM no less), and heard an outrageous story about how one of their number once achieved promotion, a decade or so earlier at a previous, also large, firm. The

What Type of Questions, though?

It is the perennial mystery for sales managers – how come there are so few good reps around? In any profession, there are the top performers, a few percent that stand out. Then at the bottom, are those who you wonder why they ever got into this game, about to be

Make "Informed Decision"

My boiler room guys are progressing nicely in London. They’ve been getting a decent number of pitches out there to gain meetings with companies in our sweet spot. A couple of times though, with a pitch only half-delivered, literally a nano-second into it, some people have simply said they’

Ask for the order, please

I’ve been doing loads of interviews over the past ten days or so. And it’s really starting to do my head in. Spending a good while on the phone with potential candidates is a winner, yet even when they sound fairly good, it can all fall to pieces